The posting
Working at Atlassian
Atlassians can choose where they work – whether in an office, from home, or a combination of the two. That way, Atlassians have more control over supporting their family, personal goals, and other priorities. We can hire people in any country where we have a legal entity.
For this role and our business requirements, we welcome applicants from all regions of Poland.
The Story: Redefining Service Management for CEE Emerging Markets
Companies are moving beyond legacy ITSM tools to modern, AI-powered service management platforms that break down silos between IT, HR, Legal, and beyond - unlocking speed, efficiency, and better experiences for employees and customers alike.
At Atlassian, we're building the definitive Service Management platform. Our Atlassian Service Collection unifies ITSM and ESM capabilities - supercharged by Rovo, Atlassian's AI platform - to intelligently triage requests, surface knowledge instantly, automate repetitive workflows, and help agents resolve issues faster. It's AI built into the heart of how service gets delivered!
As a specialist in this space, you'll be at the centre of this transformation - helping organisations across CEE markets to unlock what's possible when AI becomes core to their service operations.
CEE market context
Central and Eastern Europe is a high-potential, varied growth region for Service Collection. Poland has significant Cloud migration potential, while Hungary, the Balkans and parts of the Baltics are more cloud-forward and receptive to AI. The Czech Republic and Slovakia are transitioning rapidly to Cloud, while Romania, Bulgaria, Ukraine and other greenfield markets offer room to expand.
The role leads strategic engagements across enterprise organisations in CEE with ITSM/ESM solutions - from complex, regulated Cloud migrations to digital enterprises adopting AI-powered service delivery and enterprise-wide Service Management.
Your Future Team
We're looking for an experienced Senior Solution Sales Executive to join our EMEA Solution Sales team, reporting to the Manager of Solution Sales, Service Collection.
You'll drive adoption of our Service Collection across strategic enterprise accounts in CEE emerging markets - leading high-impact engagements in close partnership with Enterprise Account Executives, Solution Engineers, Advisory/GTM Partners, Product, and executive stakeholders to deliver transformational customer outcomes. This is a senior, solution-focused role with a strong emphasis on strategic net-new business, complex cloud migrations, and large-scale expansion.
Why join this team?
Be the ITSM/ESM Expert for CEE: You're the Subject Matter Expert and primary advocate for our Service Management capabilities across Central and Eastern Europe - helping define how Atlassian wins in AI-powered service management across markets with different maturity levels.
Shape an emerging growth region: CEE combines established Atlassian brand recognition in IT teams, meaningful Data Center-to-Cloud momentum, growing AI adoption in selected countries, and greenfield potential across under-penetrated markets.
The "Best of Both Worlds": The stability and brand equity of Atlassian, with the speed and focus of a specialised, high-growth unit.
Strategic Deal Architecture: Partner with Account Executives to architect complex service transformations, migrations and competitive displacements.
What You'll Do
- Drive ITSM/ESM sales strategy, revenue growth, and market penetration across CEE emerging markets.
- Build and cultivate strategic, trusted-advisor relationships with C-level executives and Senior IT/Business Leaders across strategic enterprise accounts.
- Orchestrate and lead complex, multi-stakeholder end-to-end enterprise sales cycles across net-new business, large-scale cloud migrations, and enterprise-wide expansions.
- Identify, architect, and execute competitive displacement strategies where Atlassian delivers a superior, modern AI-driven service management platform.
- Partner closely with Enterprise Account Executives, Solution Engineers, and Strategic Channel Partners to tailor sophisticated Service Collection value propositions and business cases.
- Serve as a strategic voice of the CEE market, synthesizing enterprise customer and partner insights to influence regional GTM, Product, Marketing, and Engineering roadmaps.
- Maintain rigorous sales methodology discipline, forecast with high accuracy, and provide strategic pipeline visibility.
- Extensive quota-carrying enterprise software sales experience in a closing/specialist role, with proven expertise in Service Management (ITSM/ESM) or complex enterprise SaaS solutions.
- Consistent track record of quota over-achievement leading large, complex, multi-stakeholder enterprise deals.
- Deep CEE enterprise market expertise selling into Poland and/or broader Central and Eastern Europe, with a nuanced understanding of regional commercial dynamics, regulatory contexts, and partner ecosystems.
- Executive presence & strategic relationship building with proven ability to engage and influence C-level and senior IT/business leadership.
- Mastery of enterprise sales methodologies (e.g., MEDDPICC, Challenger, or Command of the Message) and rigorous deal qualification/orchestration.
- Exceptional communication, negotiation, and value-selling skills across complex commercial proposals and executive presentations.
- High collaboration and cross-functional leadership, adept at orchestrating extended matrixed teams across sales, engineering, partner, and product organizations.
- Fluency in English and Polish or Czech is required.
Benefits & Perks
Atlassian offers a wide range of perks and benefits designed to support you, your family and to help you engage with your local community. Our offerings include health and wellbeing resources, paid volunteer days, and so much more. To learn more, visit go.atlassian.com/perksandbenefits.
About Atlassian
At Atlassian, we're motivated by a common goal: to unleash the potential of every team. Our software products help teams all over the planet and our solutions are designed for all types of work. Team collaboration through our tools makes what may be impossible alone, possible together.
We believe that the unique contributions of all Atlassians create our success. To ensure that our products and culture continue to incorporate everyone's perspectives and experience, we never discriminate based on race, religion, national origin, gender identity or expression, sexual orientation, age, or marital, veteran, or disability status. All your information will be kept confidential according to EEO guidelines.
To provide you the best experience, we can support with accommodations or adjustments at any stage of the recruitment process. Simply inform our Recruitment team during your conversation with them.
To learn more about our culture and hiring process, visit go.atlassian.com/crh.
In line with local law, identity verification (which may include use of biometric data) is a condition of employment with Atlassian for employment fraud purposes.
